Chiz Web

• Take the initiative – prepare well

• Set goals and limits

• Maintain emotional distance

• Listen

• Speak clearly

• Know when and how to close

• Take only well-studied risks (says Attila)

• Don’t allow arbitration if you can help it; shows weakness (says Attila)

Harvard Negotiation Project

Basics

• Establish participants as problem-solvers, not opponents or friends
• Goal is a wise outcome achieved amicably
• Separate the people from the problem
• Be soft on the people, hard on the problem
• Proceed independently of trust
• Focus on interests, not positions
• Explore interests
• Avoid having a bottom line
• Invent options for mutual gain
• Develop multiple options to choose from
• Insist on objective criteria
• Reach a result based upon these standards
• Reason and be open to reason; yield to principles, not pressure

Getting Past The Barriers to Negotiation

• Prepare:  BATNA (your Best Alternative to a Negotiated Agreement)

• Your emotions –
  • Delay
  • Go to balcony
  • Silence, breathers
  • No striking back, giving in, giving up
• Their emotions –
  • Listen,
  • React opposite to expectations,
  • Step to their side,
  • Acknowledge their point,
  • Agree without conceding,
  • “And,” “We/I,” 
• Their position –
  • Reframe the issue,
  • “Why?” “What if?”
  • Negotiate about the rules,
  • Make attacks opportunities
• Their dissatisfaction –
  • Involve them,
  • Satisfy their interests, too,
  • Help them save face,
  • Slow down
• Their power –
  • Consequences and warnings (not threats),
  • BATNA deployment,
  • Build coalitions,
  • Offer choices and escapes,
  • Forge lasting agreements (not merely short term),
  • Aim for mutual satisfaction, not victory